2D00055O WLAN 9100 2D00055O WLAN 9100 What Sales needs to know to Start the Conversation June, 2014 Welcome to the Learning Bytes for Avaya's WLAN 9100.

2D00055O WLAN 9100 2D00055O WLAN 9100 What Sales needs to know to Start the Conversation June, 2014 Welcome to the Learning Bytes for Avaya's WLAN 9100 Solution. This is a series of 10 Learning Bytes and is intended for people in sales related functions. The average duration of each Learning Byte is about 5 minutes. You should need less than one hour to go through all the Learning Bytes.

Overview Selling WLAN 9100 Learning Byte 1 Overview
2D00055O June, 2014 In this first Learning Byte let's have a look at what the WLAN 9100 Solution from Avaya actually is. At the end of this session, learners should be able to talk about the key capabilities of the WLAN 9100 Series.

The Box Speed vs. Business Speed
1 2 3 4 5 6 7 8 Throughput 1 2 3 4 5 6 7 8 Uplink "We need a manageable BYOD deployment ASAP!" "How fast can the solution be deployed?" "How easy is it to make changes?" "How easy is it to add new Applications?" 1 2 3 4 5 6 7 8 Latency Yes – sure. In the age of BYOD, that is "Bring Your Own Device", wireless if done right can be a strategic IT advantage that enables employees to do more than ever before. Conversations used to be about +++ box speed, but when talking to CIO’s and CEO’s the question is not about box speed. +++ What they want to know is: "How fast can the solution be deployed?" "How easy is it to make changes?" "How easy is it to add new Applications?" In other words, what they are asking about is business speed. And the trends are rapidly changing towards BYOD! The Business of Speed

Some Key Trends An expectation that the use on the network will be common irrespective of whether the user is connected via an Ethernet cable or via Wireless Continuation of more people bringing their own devices into the workplace Users looking for the same "wired" performance from their wireless network access Big increase in cloud-managed systems in the mid-market, particularly looking at zero touch solutions That's right, in the market today we see +++ the expectation that the use on the network will be common irrespective of whether the user is connected via an Ethernet cable or via Wireless. +++ IT used not to allow private devices on their network, but now more and more people bringing their own devices into the workplace, and expect to work with it. +++ And these people are looking for the same "wired" performance from their wireless network access. On top of all that, IT administrators have to respond quicker, even proactively +++ and so we expect a big increase in cloud-managed systems in the mid-market. So what can Avaya offer in this field?

Avaya WLAN 9100 A Wireless LAN Solution delivering a high Quality user Experience
WLAN 9100 enables enterprises to; deliver Predictable Application Performance to Mobile Users improve the User Experience by maximizing the use of RF Resources keep up with Business Growth High-Performance Indoor Access Points High-Performance Outdoor Access Points Wireless LAN Orchestration Management System +++ We offer a the WLAN This is a wire-less LAN solution that delivers wired-like performance. It also delivers predictability for mobile users because it puts business-critical application needs first, so that they are not crippled by bandwidth-hogging personal applications. +++ This integrated solution reduces equipment requirements and therefore costs. Everything needed for a secure, high-performance Wireless LAN is built into each Access Point. Advanced Radio Frequency (RF) Management improves the user experience by maximizing the use of RF resources. This is specially important for clients that require roaming assistance or for sticky clients. +++ And with a technology upgrade path to ac and other wireless technologies, the WLAN 9100 makes a network future proof. This way it can keep up with Business Growth, without having to replace equipment. Correct. Please click on the link below for a more detailed overview. Avaya Wireless LAN 9100 Series

Common Advanced Feature Set
State of the Art WLAN 9100 Access Points address a broad range of Use Cases WAP 9122 WAP 9123 WAP 9132 WAP 9133 WAO 9122 (Outdoor) WAP 9162/9173 (Phase 2) 802.11n 2x2 AP 3x3 AP 802.11ac 2x2/3x3 2 Radios 4 Radios Common Advanced Feature Set Integrated Controller Application Control Zero Touch Provisioning On-Premise or Cloud Management The WLAN 9100 solution includes a set of high-performance indoor Access Points as well as an outdoor Access Point. +++ The indoor Access Points are designed for easy deployment and with integrated controllers, to deliver superior flexibility and performance. They are ideal for office spaces, classrooms, hotel rooms, and similar applications. These Access Points have two radios with omni-directional antennas. Indoor APs include n and ac. +++ The outdoor Access Point is built to withstand harsh outdoor weather or the most grueling environmental conditions. The dual radio, n Access Point comes with two lightning-protected RP-TNC style connectors, an integrated wireless controller, and application-level intelligence. The unique case design protects the Access Point electronics from rain, heat, cold, direct sun, and wind. +++ The next release phase will also include an Access Point with four radios. +++ All WLAN 9100 Access Point share an advanced Feature Set including; Integrated Controller, Application Control, Zero Touch Provisioning, and On-Premise or Cloud Management. +++ Please click on the link below for technical details. Avaya Wireless LAN 9100 Access Points Specifications

State of the Art Wi-Fi Management Avaya WLAN 9100 Orchestration System
Network Management and Analytics Flexible Deployment Options On-premise Software Solution Cloud Management (Phase 2) Any network size Key Benefits Zero-touch Deployment Highly scalable to 1000’s of Units Flexible toolsets for Remote Management and Troubleshooting Dashboard Service Policies RF Visibility WOS Auto Provisioning Tools / API Analytics The Avaya WLAN Orchestration System (WOS) is a wireless network management platform that provides full monitoring and management of the Avaya WLAN 9100 Solution. It does this via a web-based application with graphical map views. So the WOS provides everything needed to manage the wireless solution. Administrators can perform pre- and post-deployment planning, configuration, verification, management, and optimization of the Wireless LAN 9100 Series infrastructure. Absolutely. And WOS scales from small to large networks and from one location to multiple locations. It can also be deployed into large campus environments with thousands of wireless users. The Orchestration System provides help desk, as well as network operations and management capabilities for the Avaya WLAN 9100 Series network. WOS has a flexible license scheme based on the size of the wireless network, and is available as an application to run on legacy Windows Server systems, as well as a virtualized server environment. +++ Please click on the link below for more details. Avaya WLAN Orchestration System

Use Case: Education (K-12) Keeping students’ focus on classroom learning
Do you want to limit students’ access to social media games and applications during school hours? Do you want to grant students access to social media games and applications, as well as irrelevant Streaming Videos, such as Sports Broadcasts ONLY after school hours? With Application Control at the Edge of the Network, you can do all this and preserve network bandwidth for blackboard-type e-learning This also creates the best Return on Investment for your customer! Avaya WLAN 9100 Wi-Fi has become an essential requirement for delivering educational content. But budgets for wireless are very tight, and so we have to be able to do more with less. A wireless network just needs to work without hassles, so that teachers can teach and students can learn. If it does not work smoothly, because for example bandwidth is not available, teachers resist e-learning adoption. The Application Control makes sure that bandwidth is available for learning during school hours but can be used for recreational Apps in the After Hours. Not everyone might be familiar with the term K-12. Could you briefly say what it means? Sure. K-12 is a term, used in education and educational technology in the United States, Canada, as well as some other countries. The K-12 Program covers Kindergarten and 12 years of basic education. K-12 is the same as primary/secondary education in other countries. Enterprises are increasingly looking for "Unified Access" solutions, solutions that integrate wired and wireless offering as well as unified management and policy.

Unified Access Comprehensive Wireless portfolio to complement Wired
Network-Wide Infrastructure Collaboration Pod Fabric Connect VSP 9000 VSP 7000 ERS 8000 WLAN 9100 VSP 4000 Yes, and Avaya is one of the few vendors who can offer a holistic Unified Access solution. We ranked as a Visionary in the 2013 Gartner UA Magic Quadrant. Avaya’s UA solution comprises WLAN 9100 Series, a broad wired portfolio of Ethernet switches, Identity Engines for Guest and BYOD access control and unified network management. One of the unique differentiators of Avaya’s UA solution is that we are extending our innovative Fabric Connect technology to the wired and wireless edge. This way attaching non-Fabric Connect-enabled devices, such as ERS Ethernet switches and Avaya 9100 series Wireless Access Points to a Fabric Connect network, will become extremely easy. Through an industry unique technology called "Fabric Attach", an Avaya access device can automatically configure itself for the services that have already been set-up in the fabric. On top of that, "Fabric Attach" allows for "zero touch" on-boarding of end points, such as tablets, smart phones and PCs. Identity Engines plays a central role in authenticating devices and dynamically assigning them to the correct VLAN based on their credentials. That VLAN is then assigned to the correct Virtualized Service Network, or VSN. It’s basically adding a policy to Identity Engines that allows the network to create the VLAN or wireless SSID, create the VSN and map the VLAN/SSID to the VSN without any user intervention. This really makes adding access layer devices "zero-touch plug-and-play". ERS 4000/5000 ERS 3000 Unified Access – Fabric Attach

Documents & Resources Click here for Sales Portal
Click here for Partner Portal For more information, Sales Collateral, Documentation and much more, please go the to the Sales Portal or Partner Portal. You can either use the +++ search function to search for product related documents and web pages or use +++ the left side bar navigation.

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Business Impact Selling WLAN 9100 Learning Byte 2 Business Impact
2D00055O June, 2014 In this second Learning Byte we want to discuss how enterprises can improve their Business by deploying the WLAN 9100 Solution from Avaya. At the end of this session, learners should be able to solve business issues by matching them to key capabilities of the WLAN 9100 Solution.

Customer Issues we should look-out for
Customer Issues we should look-out for? Issues we resolve with WLAN 9100 APPLICATIONS Unpredictable Volume of Application use Unknown and uncontrolled recreational App use DEVICES Unpredictable Types of BYOD Devices Different Users with multiple Devices SPECTRUM Congestion in the crowded 2.4GHz spectrum Sticky Clients Yes, and for this we should first have a look at the issues customers face everyday. These are the issues we should look for when talking to a prospect. +++ In a wireless environment, all users connected to an Access Point share the bandwidth of that AP. So in business it is important to make sure unproductive applications do not get in the way of productive Apps. I guess this becomes especially important when we think +++ about BYOD. On these devices people definitely have their own Apps installed. That's right. Another aspect is the +++ radio spectrum. The 2.4GHz spectrum is getting very crowded. Other challenges come from so called "sticky clients". These are those mobile devices that don't roam to the best Access Point when they move around. Staying with an AP that is a long way away, causes significant performance degradation for other users on that AP. This is because the bandwidth of an AP is shared among all users. +++ Some companies would like to move away from the 2.4GHz spectrum you mentioned, but are afraid of all the complexity of doing that. So what can Avaya offer as a solution? COMPLEXITY Changing Requirements from 2.4GHz to 5GHz Complex Planning, Deployment & Support

What does the WLAN 9100 offer for the Business?
Next Generation Application Recognition and Control at the Network Edge Application Optimization Device Fingerprinting, Roaming Assist, Bonjour Support & Secure Network Access Device Optimization Flexible Deployment options for Access Points to support Spectrum Optimization Spectrum Optimization The WLAN 9100 offers solutions for all these issues. +++ In order to make sure that unproductive applications do not get in the way of productive Apps, the WLAN 9100 includes an Application Control feature. This feature can recognize more than 1,300 of the most popular business and recreational applications. Administrators can restrict and/or prioritize specific applications, and so optimize bandwidth. +++ The WLAN 9100 APs can identify device capabilities based on fingerprinting and automatically group the devices by performance. This feature works in all modes a/b/g/n and the 2.4GHz and 5GHz bands. The result is an improved performance for every WLAN client and optimized use of wireless radio resources. +++ The automated installation and configuration of WLAN 9100 Series enables a simplified deployment of APs, and assigns WiFi channels and RF power in the most efficient way. +++ In order to make the solution future proof the APs 9122 and 9123 can be software upgraded from n to ac. Software Upgradable (802.11n Š ac) Ease of Deployment with Cloud Offering and Avaya Fabric to the Wireless Edge Eliminating Complexity

What does the WLAN 9100 offer for the Business?
Next Generation Application Recognition and Control at the Network Edge Application Optimization Device Fingerprinting, Roaming Assist, Bonjour Support & Secure Network Access Device Optimization Flexible Deployment options for Access Points to support Spectrum Optimization Spectrum Optimization Please click on any of the four areas to learn more, or click on the "NEXT" button to skip the rest. Software Upgradable (802.11n Š ac) Ease of Deployment with Cloud Offering and Avaya Fabric to the Wireless Edge Eliminating Complexity

1 Application Optimization Next-gen application recognition and control at the network edge Predictable Application Performance by prioritizing Business Applications over recreational applications and reducing Network Load Flexible Policy Control by blocking, throttling, or applying QoS to Applications directly at the Network Edge Recognition of more than 1,300 Applications of 20+ Categories Granular Control over Applications: Permit Prioritize Throttle Block …with Control by: SSID VLAN Time of Day Users of a modern wired switch do not have to share their bandwidth on the switch, which makes the performance of wired switches very predictable. However, users of a wireless Access Point share the bandwidth of a particular channel. This means we have to use other ways to make application performance predictable. Avaya's WLAN 9100 can prioritize business applications over recreational applications and so reduce network load. Flexible Policy Control enables blocking, throttling, or applying QoS to Applications directly at the Network Edge. We can recognize more than 1,300 Applications of 20+ Categories. How can we do this?

Avaya Application Control What is different?
1 Avaya Application Control What is different? Full Function Deep Packet Inspection Engine in every Access Point Layer 7 DPI Implementation Greater Depth and Accuracy of Application Detection (more than 1,300) Uses advanced pattern matching, heuristics, flow awareness, etc. Superior Performance with 2-6 Core Processors per Access Point Traditional APs run with limited performance (Typically 1 Core Processor) Operates at the Network Edge where BYOD Control is needed the most Competitors rely on implementations with Central Appliances/Controllers We do this with a Full Function Deep Packet Inspection Engine in each of our Access Points. DPI inspects packed up to layer 7 and so provides greater depth and accuracy in the detection of applications. Today we can detect more than 1,300 individual applications. But for this we need a lot of processing power? That is correct. Our Access Points with 2-6 Core Processors offer superior performance. For comparison, traditional APs run with limited performance, typically 1 Core Processor. So this way we can put the control at the edge. After all, this is where it is needed the most. That's right. This is also one of our important differentiators, as competitors typically continue to rely on implementations with Central Appliances and Controllers

Device Optimization Wi-Fi devices are not created equal
2 Device Fingerprinting Identify Device Types (iPad, Android, Windows, etc.) to enable unique policies for each Roaming Assist Inter-Array coordinated roaming to assist 'sticky' smartphones and tablets Bonjour Optimization Deploy Apple services such as AirPrint and AirPlay across an enterprise network Band steering/Load Balancing Move 5GHz-capable devices to the higher performance band when possible Knowing the devices on the network enables the enforcement of unique policies for each. WLAN 9100 identifies device capabilities using finger printing. Mobile users do move around by nature. With traditional networks, if a user crosses VLAN or subnet boundaries, i.e. is roaming between domains, a new IP address must be obtained and active sessions are re-established. But to maintain sessions for real-time data traffic, such as voice and video, users must be able to maintain the same IP address through the entire session. By using tunneling technology, layer 3 roaming allows a user to maintain the same IP address through an entire real-time session. We can extend the Apple Bonjour protocols across Layer 3 boundaries. This enables the simple setup and configuration of shared Apple services such as Airplay and Airprint. Our solution support for all modes, that is a/b/g/n/ac, as well as both bands, the 2.4GHz and 5GHz band, and device performance is optimized by automatically segregating devices by their speeds and capability And then there is also the Avaya Identity Engines:

Device Optimization Secure, simple access to the network for all user types
2 Avaya Identity Engines provides comprehensive Secure Access Control to the wireless network for both unknown and known users Onboarding: 802.1x client auto-configuration with dissolvable agent Guest Access: Captive Portal with hosted, self, or sponsored Guest Registration Onboarding Known users with BYOD devices Guest Access Unknown users with BYOD devices Yes – the Avaya Identity Engines play a key role in the context of Device Optimization. The Ignition® Access Portal establishes a portal that intercepts traffic from employees and guests, and simplifies how devices authenticate and connect to the network. The Ignition® Access Portal enables employees to safely connect a wide range of smartphones and tablets. It’s an ideal solution for on-boarding and enterprise-wide management of BYOD policies. Besides of device on-boarding there is also Guest Access. Guest Access comes in two forms: "Visitor Self-service access" and "Visitor Sponsored access". So the Avaya Identity Engines Ignition® Access Portal can be a good upsell with the Avaya WLAN 9100? Yes – for enterprises that wants to allow users to bring their own Wi-Fi devices and connect them to the network, Avaya Identity Engines are definitely a good solution, even if their network is not from Avaya. Avaya Identity Engines Portfolio

ALB (Auto-Load Balancing)
Spectrum Optimization Advanced RF Management for 'wired-like' network performance 3 Auto Channel & Cell Maximize use of RF resources to improve the User Experience Automatic Radio Control Load Balancing across Radios Roaming Assistance for sticky clients Bonjour Optimization Honey Pot Increased availability, resiliency and application performance 802.11ac, MIMO, etc. ALB (Auto-Load Balancing) Roaming Assist Avaya's WLAN 9100 offers an advanced Radio Frequency, or RF Management. This significantly improves the user experience by maximizing the use of RF resources. Whether the requirements ask for roaming assistance for sticky clients, Bonjour optimization, load balancing across radios, or HoneyPot support, these wireless LAN capabilities will let enterprises optimize their wireless spectrum. An Access Point identifies station capabilities based on fingerprinting and automatically groups devices by performance. It works on all modes a/b/g/n and both bands. This results in an improved performance for every WLAN client and an optimized use of wireless radio resources. WLAN 9100 APs consider factors such as wireless band, number of spatial streams, n capability, and signal to noise ratio.

Eliminating Complexity Reduce wireless learning curve, deployment time, and help desk calls
4 Simple and intuitive web-based interface Zero-touch license activation, software upgrade and configuration Application Control for predictable application performance under load Monitoring of wireless network status, traffic and clients Detailed management reports on wireless devices and users Ease of Management On-Premise Management Cloud-based Management (Phase 2) Cloud An important aspect when eliminating complexity is network management. A simple and intuitive web-based interface helps to reduce the wireless learning curve. It also reduces deployment time. The Avaya WLAN Orchestration System eliminate network complexity with a very simple user interface. It reduces the burden on IT with zero touch deployment. The Avaya WLAN Orchestration System includes Application Control for predictable application performance. Administrators can monitor the wireless network status, traffic and clients, and get detailed management reports on wireless devices and users. And there will also be cloud-based version? Yes – with Phase 2 there will also be a cloud-based management solution. This will enable IT administrators to easily manage their entire wireless network through a single cloud based console. This means not only are they able to manage the network from anywhere but they can also to this using any device.

Eliminating Complexity Introducing the Foundation for Business Speed
4 Traditional Networking Technology Complex & Inflexible Avaya Advantage End to End Fabric Technology Time consuming and error prone to enable new services Many complex protocols to manage Long Convergence Times Lacks end to end virtualization and security Fabric Connect reduces more than 6 protocols to 1 Single Click Provisioning at Edge Faster Time to Service End to End Services Virtualization Highly Resilient Complexity can be further removed when the WLAN 9100 is combined with an Avaya Fabric Connect network. Why is that? +++ To see the difference, let's look at a traditional network. In such a network we typically find many different protocols. They usually +++ include the Spanning Tree Protocol, OSPF, and for multicasting we have PIM. When a new service needs to be added, most if not all nodes require provisioning changes. This means, enabling new services is +++ time consuming and error prone, +++ as there are many complex protocols to manage. The use of STP means long convergence times, and these traditional networks lack end to end virtualization and security. +++ Fabric Connect on the other hand is built on Shortest Path Bridging. A completely standardized technology. +++ It replaces many protocols with 1. +++ New services only need to be provisioned at the edge of the network. +++ This saves time and is far less error prone. +++ End to End Services Virtualization means that the network acts as a large switch fabric for layer 2 or 3 and is invisible to the outside. And finally, +++ as Avaya's Fabric Connect is based on Shortest Path Bridging, it is highly resilient

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Explaining the Value Selling WLAN 9100
Learning Byte 3 Explaining the Value 2D00055O June, 2014 In this third Learning Byte let's have a look at the Value Statements for the WLAN 9100 Solution and explain them. At the end of this session, learners should be able to explain the Value Statements for the WLAN 9100.

Avaya WLAN 9100 Value Statements
Avaya WLAN 9100 allows you to buy n technology today and upgrade to ac with just a software license – no need to touch the AP to upgrade. Avaya WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t compromised by recreational applications. Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the capacity for the price of one Access Point and more coverage area with fewer AP’s. Avaya WLAN 9100 offers cloud-based or on-premise management for rapid deployment, unparalleled visibility, and simplified administration. Yes sure, let's state the value first and after that, discuss them a bit deeper. +++ With WLAN 9100 customers can buy n technology today and upgrade later to .11ac with just a software license . +++ WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t compromised by recreational applications. +++ WLAN 9100 provides up to 70% more bandwidth per AP. That is twice the capacity for the price of one AP. This provides more coverage area with fewer AP’s. +++ WLAN 9100 offers cloud-based or on-premise management. The result is rapid deployment, unparalleled visibility & simplified administration. +++ As discussed in Learning Byte 2, when combined with Avaya Fabric Connect, WLAN 9100 extends Avaya’s Fabric intelligence to the AP. This offers zero touch provisioning and enhanced performance. Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero touch provisioning and enhanced performance.

Avaya WLAN 9100 Value Statements
Avaya WLAN 9100 allows you to buy n technology today and upgrade to ac with just a software license – no need to touch the AP to upgrade. Avaya WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t compromised by recreational applications. Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the capacity for the price of one Access Point and more coverage area with fewer AP’s. Avaya WLAN 9100 offers cloud-based or on-premise management for rapid deployment, unparalleled visibility, and simplified administration. Please click on any of the four areas to learn more, or click on the "NEXT" button to skip the rest. Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero touch provisioning and enhanced performance.

1 Explaining the Value Avaya WLAN 9100 allows enterprises to buy n technology today and upgrade to ac with just a software license – no need to touch the AP to upgrade Why is it important? Most 11n to 11ac upgrades require manual swap out of the Access Point A technician must be dispatched to climb a ladder and swap the AP(= labor/OPEX costs). Avaya WLAN 9100 offers a software only upgrade from n to ac Customers can start with 11n and upgrade to 11ac in their time, without touching the AP. With Avaya's WLAN 9100 Series, customers can buy n technology today and later upgrade to ac with just a software license. This is important because for most of our competitors upgrades from .11n to .11ac require a manual swap-out of the Access Point. That is, a technician must be dispatched to climb a ladder and swap the AP, causing Labor and OPEX costs. Avaya WLAN 9100 offers a software only upgrade from n to ac. This way a growing company can start with .11n and upgrade to .11ac in their time, without having to physically touch the AP.

Explaining the Value 2 Avaya WLAN 9100 ensures with 100% certainty, that wireless Business Applications aren’t compromised by recreational applications Why is it important? This provides Application-level Control to ensure predictable application performance This provides IT with granular Control as to which user groups can use specific applications Avaya Application Control provides recognition for 1,300+ applications This allows customers to block, throttle or apply QoS to applications directly at the Network Edge This reduces network load and ensures that the most important applications come first WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t compromised by recreational applications. Application-level control is important because it ensures a predictable application performance. This way business applications are not hindered by recreational apps. This also gives granular control to IT administrators, to define which specific applications can be used by which user groups. Avaya Application Control is capable of recognizing more than 1,300 applications. This enables enterprises to block, throttle or apply QoS to applications, directly at the network edge. This reduces network load and ensures that the most important applications come first.

Explaining the Value 3 Avaya WLAN 9100 provides up to 70%* more bandwidth per Access Point, 2x the capacity for the price of one AP and more coverage area with fewer AP’s Why is it important? It enables enterprises to customize APs based on their specific client environment Unlike other vendors solutions where the radios are preset, WLAN 9100 supports software programmable radios Each radio can be programed for the client environment e.g. if all clients are 2.4GHz, both radios can be set to 2.4GHz To ensure the optimal user experience APs can customized as the client environment changes over time WLAN 9100 provides up to 70% more bandwidth per AP. That is twice the capacity for the price of one AP. And this also provides more coverage area with fewer AP’s. This is important because it allows enterprises to customize their Aps, based on their specific client environment. Unlike other vendors solutions where the radios are preset, WLAN 9100 supports software programmable radios where each radio can be programed for the specific client environment. For example, if all clients are 2.4GHz, both radios can be set to 2.4GHz. Over time, as the client environment changes, the APs can be customized to ensure an optimal user experience. * 70% more bandwidth is based on the following: Industry-standard ac, 3x3 AP: Radio 1 = 225Mbps (2.4GHz); Radio 2 = 1.3Gbps (5GHz) = Max Bandwidth = 1.525Gbps Avaya ac, 3x3 AP: Radio 1 =1.3Gbps (5Ghz) and Radio 2 (5GHz) = 1.3 bps = Max bandwidth = 2.6Gbps

Explaining the Value (Phase 2)
4 Avaya WLAN 9100 offers cloud-based as well as on-premise management for rapid deployment, unparalleled visibility & simplified administration Why is it important? Cloud-based Management reduces the demands on IT administrators allows wireless networks to be deployed and administered quickly and easily is particularly attractive for customers who do not have large IT staffs or cannot afford training removes the complexity and learning curve associated with deploying and operating wireless networks Complexity Simplicity In Phase 2 WLAN 9100 will offer cloud-based management in addition to the on-premise management. This will further improve the already rapid deployment, and add unparalleled visibility and simplified administration. This is important because flexible management options, including cloud-based management, reduce the demands on IT administrators. These management option allow wireless networks to be deployed and administered quicker and easier. Cloud-based management is particularly attractive for customers who do not have large IT staffs or cannot afford training. This is because it removes the complexity and learning curve associated with deploying and operating wireless networks.

Explaining the Value 5 Avaya WLAN 9100 extends Avaya’s Fabric Connect intelligence to the Access Point by offering Zero Touch Provisioning and Enhanced Performance Why is it important? It leverages Avaya’s unique Fabric Technology It brings the benefits of the Data Center and Core to the Edge It makes the entire implementation, provisioning, and ongoing changes fast, easy, and error proof It enhances the performance and resiliency of the whole network It reduces application latency resulting in a better end user experience Combining WLAN with Avaya Fabric Connect, extends Avaya’s Fabric intelligence to the AP. This offers zero touch provisioning and enhanced performance. This is important because it leverages Avaya’s unique Fabric Technology and brings the benefits of the Data Center and Core to the Edge. This integrated solution makes entire implementation, provisioning, and ongoing changes fast, easy, and error proof. +++ At the same time it enhances the performance and resiliency of the network. It reduces application latency, and overall gives a better end user experience, and only see happy faces like this one.

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Aligning the Value to Business Stakeholders
Selling WLAN 9100 Learning Byte 4 Aligning the Value to Business Stakeholders 2D00055O June, 2014 Value Statements are not all created equal. So in this fourth Learning Byte we want to discuss which of the customer's Stakeholder can see value in which Value Statements. At the end of this session, learners should be able to match the expressed values of the WLAN 9100 to the appropriate stakeholders.

WLAN 9100 Value Statements and Alignment
Stakeholder Alignment Avaya WLAN 9100 allows you to buy n technology today and upgrade to ac with just a software license – no need to touch the AP to upgrade. IT Director or Manager – concerned with strategic solutions that avoid rip & replace Avaya WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t compromised by recreational applications. IT Director or Manager – concerned with efficient day-to-day operations Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the capacity for the price of one Access Point and more coverage area with fewer AP’s. CXO Level – most concerned with keeping the business running Avaya WLAN 9100 offers cloud-based or on-premise management for rapid deployment, unparalleled visibility, and simplified administration. Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero touch provisioning and enhanced performance. Line of Business Manager – concerned with agile solutions that can rapidly adapt to changing business needs In the third Learning Byte we've listed some key values relevant to the WLAN 9100, could we match these statements to up the appropriate stakeholders? +++ The fact that customers which see no need for ac today can safely buy Avaya WLAN 9100 with n technology today and upgrade to ac with just a software license when they need it later, is important for an IT Director or Manager concerned with strategic solutions that avoid rip & replace. +++ Avaya WLAN 9100 ensures, with 100% certainty, that wireless business applications aren’t compromised by recreational applications. This is important for the IT Director or Manager, who is concerned with efficient day-to-day operations. He does not want hear complaints about network performance. +++ Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the capacity for the price of one Access Point and more coverage area with fewer AP’s. This is important for your contacts on CxO Level, who are most concerned with the cost of keeping the business running. +++ Avaya WLAN 9100 offers cloud-based or on-premise management for rapid deployment, unparalleled visibility, and simplified administration. This is important for the IT Director or Manager, who is concerned with efficient day-to-day operations. Also small and medium sized enterprise should be interested, because it reduces the cost of management. +++ The Line of Business Manager, who needs an agile solution that can rapidly adapt to changing business needs, will be happy to learn that Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero touch provisioning and enhanced performance.

What are the Benefits for Sales Partners?
Expanded WLAN Portfolio Comprehensive, industry leading WLAN offering that allows us to compete aggressively and win in all Avaya Networking segments. New products being introduced include industry leading management, 2x2 and 3x ac APs. Target new Market Opportunities with Cloud-Managed offerings Cloud-managed equipment is proliferating especially in the Mid-market, and the new capabilities made possible by the Cloud solution allows customers to compete in this fast growth market. It also creates tighter alignment with other Avaya cloud-managed offerings such as UCaaS offered by Avaya. Capitalize on the ac upgrade cycle Purchase ac WLAN 9100 APs today or go with n APs and upgrade to ac when required later. No need to physically swap out APs – a simple, software upgrade is all that is required. Compete in Mid-Market With the cost-effective wired and wireless Unified Access Solution, Avaya has the perfect solution for all segments of the market. Feature-set optimized for Mobile Collaboration Extending Fabric to the edge enables differentiated services to applications; delivers simplicity, resiliency & TCO advantage These where the benefits for customers. Are their also any advantages for Sales Partners? +++ Partners expanded their WLAN portfolio with a comprehensive, industry leading WLAN offering that allows them to compete aggressively and win in all segments of the market that Avaya networking currently plays. +++ Phase 2 of the WLAN 9100 also enables Partners to target new market opportunities with Cloud-Managed offerings especially in the Mid-market. The new capabilities made possible by the Cloud solution will allow their customers to compete in this fast growth market. +++ Partners can capitalize on the ac upgrade cycle and compete in the Mid-Market with a cost-effective wired and wireless Unified Access solution. +++ Especially Partners who are already selling Fabric Connect solutions find with the WLAN 9100 a feature-set optimized for Mobile Collaboration. This is extending the Fabric to the Edge thereby enabling differentiated services to applications.

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Identifying Potential Customers
Selling WLAN 9100 Learning Byte 5 Identifying Potential Customers 2D00055O June, 2014 In this fifth Learning Byte we want to discuss who the potential customers for an Avaya WLAN 9100 solution are. At the end of this session, learners should be able to identify the target customers and industries for the WLAN 9100.

Who are the target customers for WLAN 9100?
Existing Avaya WLAN customers who are upgrading or expanding their network Avaya wired (non wireless) customers who have a wireless opportunity. These customers could adopt either the Overlay model or the Fabric Attach/Unified Access model for their WLAN deployment Target Verticals: Large, medium and small enterprises with a specific focus on K-12, Healthcare, Higher Education and Hospitality verticals Data Center Bank Convention Center Branch Office Shop +++ Well, one target area, are customers with WLAN 8100 installations who need to upgrade because they require ac. And then there are all the existing Avaya network customers. These customers could adopt the Fabric Attach/Unified Access model for their WLAN deployment. Are there any financial incentives for customers to move from the WLAN 8100 Series to the WLAN 9100 Series? There are no generally-available incentive plans to transition to the new solution. However, if you have specific customer situations that deserve a closer look, please contact Product Management. +++ The vertical space includes large, medium and small enterprises. Also Education, with a specific focus on K-12, Healthcare, Higher Education and Hospitality. Another area are customers with wired non-Avaya solutions. These customers could adopt the Overlay model for their WLAN deployment. What would be the benefit for customers adopting the Fabric Attach or Unified Access model? Corporate Headquarters Government Building Airport Hospital Remote Office School

Benefits of Fabric Attach saves time and reduces configuration errors
Sample Use Case Scenarios: Adding a new BYOD policy Changing a BYOD policy (changing contractors’ access to match that of employees) Add 500 new IP cameras for surveillance Assumptions: Adding a new edge switch to a stack take ~ 12 CLI commands without Fabric Attach Adding a new end point takes ~ 3-5 CLI commands depending on whether it is a new VLAN or not It takes between 7.2 seconds to type/execute a CLI command (average over different commands) Comparisons of Time Savings for Different Scenarios* 3.46 Minutes Hours 3.46 Minutes Hours For Avaya customer with a Fabric Connect infrastructure the Fabric Attach and Unified Access model saves time and reduces the number of potential configuration errors. Let's have a look at this example. A customer might be adding a new or changing a BYOD policy. Or let's just say they want to add 500 new wireless IP cameras for surveillance. Our In-house tests came up with these numbers. I am sure you would agree that these number are very compelling. What kind of assumptions did you make for these tests? Well we assumed that without Fabric Attach adding a new edge switch to a stack would take about 12 CLI commands. Adding a new end point would take about 3-5 CLI commands depending on whether it is a new VLAN or not. And it takes between 7.2 seconds to type/execute a CLI command (average over different commands) 3.46 Minutes Hours *depending on # of unique VLANs Source: In-house testing

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Qualifying Potential Customers
Selling WLAN 9100 Learning Byte 6 Qualifying Potential Customers 2D00055O June, 2014 In this sixth Learning Byte we want to review some example questions to help Sales to qualify potential WLAN 9100 customers. At the end of this session, learners should be able to list the key qualification questions to ask potential WLAN 9100 customers.

Avaya WLAN 9100 Qualification Questions
Target Stakeholder Why the Question Matters How is the performance of your current WLAN network? IT Director or Manager This will give you a chance to explain that Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point and so needs fewer APs. Do you have visibility of the devices and applications running on your wireless network? This will help you to talk about how Application Control makes ensures that bandwidth is available business applications. Do you have any plans to upgrade to ac? Chief Executive Officer (CxO) This will allow you to find out if there were already strategic discussion to upgrade the WLAN and explain that our solution only needs a software upgrade. Do you have IT staff to manage your wireless network? Would you have an interest in a cloud based management solution that allows you to deploy and administer the network quickly and easily? Line of Business Manager This will allow you to position one of the WLAN 9100 key strengths, zero-touch provisioning, which allows working at Business Speed. Can we look at some example question Sales could use to qualify potential customers? Yes – +++ when talking to an IT Director or Manager you could ask "How is the performance of your current WLAN network?". This should give you a chance to explain that Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point and so needs fewer APs. +++ Another question could be "Do you have visibility of the devices and applications running on your wireless network?". This will help you to talk about how Application Control makes ensures that bandwidth is available business applications +++ In conversation with a CxO level contact, you could ask "Do you have any plans to upgrade to ac?". This will allow you to find out if there were already strategic discussion to upgrade the WLAN and explain that our solution only needs a software upgrade. +++ While talking to a Line of Business Manager you could ask "Do you have IT staff to manage your wireless network? Would you have an interest in a cloud based management solution that allows you to deploy and administer the network quickly and easily?". This will allow you to position one of the WLAN 9100 key strengths, zero touch provisioning, which allows working at Business Speed.

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Avaya Services Selling WLAN 9100 Learning Byte 7 Avaya Services
2D00055O June, 2014 In this seventh Learning Byte we want to highlight the Avaya Service which should be offered together with WLAN 9100. At the end of this session, learners should be able to list the available services for WLAN 9100.

Avaya WLAN 9100 Maintenance Offers
Direct GX5300 Retail (US Only) GX6100 Wholesale (Express) GX6300 Co-Delivery (PASS) GX4300 Support Matrix for the WLAN 9100 AP Support Service Offers On-Site with Parts Next Business Day GJ NBD Parts Advanced Replacement 10 Day Repair Service GF NBD Advanced GL 10 Day Repair 24x7 Remote Support Software Updates & Upgrades GE Support Matrix for the WLAN 9100 WOS Support Service Offers 24x7 Remote Support Software Updates & Upgrades GU

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The Competition Selling WLAN 9100 Learning Byte 8 The Competition
2D00055O June, 2014 In this eight Learning Byte we want to talk about some of our key competitor in the market for WLAN 9100. At the end of this session, learners should be able to compare and contrast the top three differentiators of Avaya versus our top competitors in the WLAN 9100 market.

Competitive Landscape
Competitor Highlights 55% enterprise WLAN market share Often wins as the end-to-end provider or as the safe choice Little wireless innovation as they protect larger wired business Opportunity to get in the door to address poor Cisco Wi-Fi performance 13% enterprise WLAN market share, second largest vendor Broad portfolio extends into security, ROBO, wired, etc. Under heavy attack from Cisco as they grow and take share Diluted message – controller and controller-less Recently made an IPO for $75M Almost always lead with pricing, few differentiators vs. Avaya Education, retail, and healthcare are target markets Emphasize ease-of-use with cloud management platform Fastest growing Wi-Fi vendor in 2013 following IPO in Nov. 2012 Increased carrier focus has gained more Cisco attention Strong in hospitality and increasingly in public venues, manufacturing One of the few vendors (incl. Avaya!)with a real performance message When talking about our competitors we cannot ignore +++ Cisco, but I am sure all of you already know that. A bit less known is +++ Aruba with about 13% enterprise WLAN market share. Their relatively broad portfolio extends into security as well as remote and branch office. They are not always that clear with the WLAN message in as to what they want to pursue – controller and controller-less. +++ Aerohive made an Initial Public Offering earlier in Aerohive offers few differentiators versus Avaya, but almost always leads with pricing. +++ Following an IPO in Nov Ruckus became the fastest growing Wi-Fi vendor in Avaya and Ruckus are some of the few vendors with a real performance message. +++ Meraki was acquired by Cisco end of 2012 for $1.2B. However, we have not noticed any significant integration with Cisco as of yet. Could just pick the first three and analyze a bit more how we can compete with them? Acquired in November 2012 by Cisco for $1.2B No significant integration with Cisco as of yet but higher pricing evident Cloud-only delivery model with pitch centered around ease of use Integrate many services for ‘free’ into cloud appeals to small customers

Battle Card Cisco Summary
End-to-end provider, wireless typically only a smaller piece of the equation Expensive but win a lot of business because of their name, incumbency Push "CleanAir" for optimizing performance thru RF interference mitigation Offensive Bullets Application Control: Cisco NBAR2 runs only on expensive centralized routers Avaya App Control optimizes Wi-Fi at edge Superior Performance: 70% more bandwidth per AP (programmable radios) Cisco = standard APs commonly fall down in density scenarios Simplicity & TCO: Cisco is expensive & complex; Avaya Fabric simplifies deployments So what kind of arguments could we use if we are in competition with Cisco? Well – there is +++ Application Control. Avaya's Application Control optimizes Wi-Fi at edge, that is before traffic enters the wired network. Cisco NBAR2, the Network-Based Application Recognition, only runs on expensive centralized routers. +++ With 70% more bandwidth per AP on programmable radios, we offer superior performance. Cisco's standard APs commonly cannot keep up in high density scenarios. And nobody can beat our +++ Simplicity & TCO. Cisco tends to be expensive and complex. They have nothing that compares to how Avaya simplifies deployments Fabric Connect.

Battle Card Aruba Summary
Unified wireless and wired offerings with historic security-centric focus Acquisitions have broadened offerings, e.g. Airwave multi-vendor mgmt Controller and controller-less offerings, latter with “Instant” product series Offensive Bullets Aruba lacks end to end solution Application Control: Aruba DPI runs only on the expensive 7200 centralized controller Avaya App Control optimizes Wi-Fi at edge Programmable and Upgradable: Avaya APs: SW upgradeable; high density APs: HW & SW upgradeable Aruba APs: only fixed (2.4GHz/5GHz) Instant features are compromised: Aruba Instant lacks controller features with only basic captive portal, less firewall and IDS/IPS capabilities. And what about Aruba? Well to start with, +++ Aruba lacks an end to end solution. End to end is of course one of Avaya's strength. And for Avaya end to end does not just mean Networking, but also includes Unified Communications and Contact Center. As with Cisco on the previous page, +++ Application Control is an important argument. Aruba's Deep Packet Inspection only runs on the expensive 7200 centralized controller. Avaya's Application Control optimizes Wi-Fi at edge, before traffic enters the wired network. You can talk about the fact that +++ our APs are programmable and upgradable. Aruba only offers fixed 2.4GHz or 5GHz APs. In Aruba's FAQ it says "802.11ac will require hardware changes to the radio as well as enhanced CPU processing power. Existing APs will not be able to be upgraded to ac."

Battle Card Aerohive Summary
Controller-less AP solution positioned at the low end in cost Cloud and on-premise management but push cloud and its ease of use Unified solutions for wireless & wired, headquarters & branch Offensive Bullets Full Unified Access solution Full range portfolio: Avaya: 2 to 4 radios, all 11ac APs Aerohive: 2 radio APs, “half” 11ac APs Programmable and Upgradable: Avaya APs: SW upgradeable; high density APs: HW & SW upgradeable Aerohive APs: fixed (2.4GHz/5GHz) Avaya Differentiated features: Optimized 11ac perf Honeypot: optimize 2.4GHz perf Roaming Assist: optimize sticky clients And finally, what about Aerohive? You should talk about our +++ Unified Access solution. Yes, Aerohive does offer some level of unified solutions. But they are in no way comparable to what Avaya offers. So make sure that terminology does not get misused. +++ Avaya offers a full range portfolio. Aerohive offers 2 radio APs, these are roughly the equivalent of "half" of Avaya's 11ac APs. +++ And don't forget to talk about the fact that our APs are programmable and upgradable. Aerohive only offers fixed 2.4GHz or 5GHz Aps. +++ Some other features which differentiate Avaya include: Optimized 11ac performance, the Honeypot to optimize 2.4GHz performance, and Roaming Assist to optimize the issues with sticky clients.

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The Pitch Selling WLAN 9100 Learning Byte 9 The Pitch
2D00055O June, 2014 In this ninth Learning Byte we want to talk about how to formalize a Pitch, often called the "Elevator Pitch", for WLAN 9100. At the end of this session, learners should be able to restate the key points of the WLAN 9100, and include them in a pitch to a potential customer.

Elevator Pitch Example
Avaya WLAN 9100 allows you to buy n technology today and upgrade to ac with just a software license – no need to touch the AP to upgrade Avaya WLAN 9100 ensures, with 100% certainty, wireless business applications aren’t compromised by recreational applications. Avaya WLAN 9100 provides up to 70% more bandwidth per Access Point, 2x the capacity for the price of one Access Point and more coverage area with fewer AP’s. Avaya WLAN 9100 offers cloud-based or on- premise management for rapid deployment, unparalleled visibility, and simplified administration. Avaya WLAN 9100 extends Avaya’s Fabric intelligence to the Access Point offering zero touch provisioning and enhanced performance. Are you familiar with the term "Elevator Pitch"? I understand it a short summary used to quickly and simply define a product or solution and its Value Proposition. That's right. The name "Elevator Pitch" represent the idea of to deliver a summary in the time span of an elevator ride. So how could we apply this to Avaya's WLAN 9100 solution? We could say "Avaya WLAN 9100 ensures, with 100% certainty, the wireless business applications aren’t compromised by recreational applications. At the same time it provides up to 70% more bandwidth per AP. That is two times the capacity for the price of one AP. This also creates a larger coverage area with fewer AP’s. With an Avaya WLAN 9100 solution you can buy n technology today and upgrade it to ac later with just a software license. There is no need to touch any APs for this upgrade. Yes, and if you have a bit more time you could add that Avaya WLAN 9100 offers cloud-based management in addition to on-premise management. And if the customer already has Fabric Connect deployed, you could also add that our solution offers zero touch provisioning and enhanced performance .

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Overcoming Objections
Selling WLAN 9100 Learning Byte 10 Overcoming Objections 2D00055O June, 2014 This is the tenth and last Learning Byte. Here we want to discuss some typical customer objections and how we could respond to them. At the end of this session, learners should be able to predict the top customer objections to WLAN 9100, and outline how to overcome those objections. Let's do a bit of a role play in this Learning Byte:

Customer Objections to WLAN 9100
Avaya is nowhere in WLAN! We offer a holistic end-to-end solution. Our new WLAN 9100 offers best in class Wi-Fi. Good idea. Let me be the devils advocate and just say +++ "Avaya is nowhere in WLAN". How would you respond? Well, we should explain that +++ Avaya offers a holistic end-to-end solution. As we have seen during this series of Learning Bytes, our new WLAN 9100 offers best in class Wi-Fi.

All ac solutions are created equal. Not quite. Avaya WLAN 9100 provides70% more bandwidth per AP, and twice the capacity for the price of one AP. This means more coverage area with fewer AP’s. During a conversation about available bandwidth a potential customer might say +++ "All ac solutions are created equal." How could we respond? Well we could explain that yes ac is a standard which allows equipment, that is supporting the standard, to communicate. However, implementations do vary, and +++ Avaya's WLAN 9100 can provide 70% more bandwidth per AP, and twice the capacity for the price of one AP. This means more coverage area with fewer AP’s.

Cisco tells us that with ac, there is no need for high density APs. True, APs are faster, but clients are also faster and you still need to scale. But +++ "The people from Cisco tell us that with ac, there is no need for high density APs." +++ It is certainly true that APs are faster. But we must realize that clients are also faster and after all you still need to scale.

Cisco's CleanAir improves Wi-Fi performance! This is a band aid for legacy 2.4GHz. Avaya recommends that clients move to 5GHz and use software programmable radios. But +++ "Cisco's CleanAir improves Wi-Fi performance!" Be careful, +++ "this is a bit of a band aid for legacy 2.4GHz. Avaya recommends that clients move to 5GHz and use software programmable radios."

WLAN infrastructure solutions provide no visibility to the applications running over them. Avaya WLAN 9100 provides granular visibility and control for more than 1,300 applications. Avaya's solution can block or throttle apps, and it can give QoS to business apps. A prospect might also say +++ "WLAN infrastructure solutions provide no visibility to the applications running over them." Again, as we have see during this series of Learning Bytes +++ "Avaya WLAN 9100 provides granular visibility and control for more than 1,300 applications. With the Application Control feature +++ "Avaya's solution can block or throttle apps, and it can give QoS to business apps."

But the .11n to .11ac technology transition requires a manual, AP swap-out. Avaya WLAN allows you to buy n technology today and upgrade to .11ac with just a software license – no need to touch the AP to upgrade. However, what you say is true for some competitive WLAN solutions. For them it’s a rip and replace. We understand that +++ an .11n to .11ac technology transition requires to swap-out an Access Point manual. +++ The Avaya WLAN 9100 allows you to buy n technology today and upgrade to .11ac with just a software license – no need to touch the AP to upgrade. +++ However, what you say is true for some competitive WLAN solutions. For them it’s a rip and replace with all its consequences.

Avaya WLAN 9100 is only beneficial to Avaya Fabric Connect customers. We don't have Fabric Connect. Indeed, Avaya's Fabric Intelligence offers a huge advantage to 9100 APs. However, the WLAN 9100 is a highly competitive solution for all wireless requirements. Isn't +++ Avaya WLAN 9100 only beneficial to Avaya Fabric Connect customers. We don't have Fabric Connect. +++ Indeed, Avaya's Fabric Intelligence offers a huge advantage to the WLAN 9100 APs. However, the WLAN 9100 is also a highly competitive solution for all wireless requirements.

Avaya lacks good WLAN Management. Avaya WLAN 9100 offers on-premise management, and in phase 2 we also offer cloud-based management. Both enable a rapid deployment, unparalleled visibility and simplified administration. What if the prospect just says +++ "Avaya lacks good WLAN Management". Well, +++ "Avaya WLAN 9100 offers on-premise management, and in phase 2 later this year, we also offer cloud-based management. Both enable a rapid deployment, unparalleled visibility and simplified administration."

Avaya is expensive. Avaya APs are very cost effective if budget is tight. Run a TCO for a true overall comparison. Or what if the prospect just says +++ Avaya is expensive. +++ Avaya APs are very cost effective even if budget is tight. Just run a TCO for a true overall comparison.

Summary Overview (Learning Byte 1) Business Impact (Learning Byte 2)
Explaining the Value (Learning Byte 3) Aligning the Value to Stakeholders (Learning Byte 4) Identifying Potential Customers (Learning Byte 5) Qualifying Potential Customers (Learning Byte 6) Services (Learning Byte 7) The Competition (Learning Byte 8) The Pitch (Learning Byte 9) Overcoming Objections (Learning Byte 10) We have come to the end of this series of Learning Bytes, so let's make a bit of a summary. We've started with an +++ overview describing the key components and features of the WLAN 9100 Solution. We then briefly discussed the +++ Business Impact of our solution and explained +++ the Value Statements. We followed this with a Learning Byte aligning these +++ Value Statement with the potential Stakeholders. There were Learning Bytes to help us +++ identifying, as well as +++ qualifying potential costumers. We have pointed out the +++ Avaya Professional Services available with the WLAN 9100 Solution. In Learning Byte 8 we listed our +++ key competitors and listed some of the strength we can use when facing them. And finally, in Learning Byte 9 and 10 we showed an example for an +++ Elevator Pitch and how to overcome +++ some typical objections we experience from customers. Thank you for your time and attention to this series of Learning Bytes. Please close this page to return to the main window listing all of the Learning Bytes. Once you return to the main course list, remember to click the next or right arrow to complete this Learning Bytes course.

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2D00055O WLAN 9100 2D00055O WLAN 9100 What Sales needs to know to Start the Conversation June, 2014 Welcome to the Learning Bytes for Avaya's WLAN 9100.

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2D00055O WLAN 9100 2D00055O WLAN 9100 What Sales needs to know to Start the Conversation June, 2014 Welcome to the Learning Bytes for Avaya's WLAN 9100.

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Presentation on theme: "2D00055O WLAN 9100 2D00055O WLAN 9100 What Sales needs to know to Start the Conversation June, 2014 Welcome to the Learning Bytes for Avaya's WLAN 9100."— Presentation transcript:

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